Commercial Account Executive

This is a fully remote position, open to applicants in Australia.

📋 Description

• Take ownership and expand a portfolio of mid-market commercial accounts within your region, concentrating on organizations that can leverage GitLab's AI-driven DevSecOps platform.

• Lead the entire sales process for commercial clients by generating and qualifying a pipeline through outbound prospecting, followed by conducting discovery, negotiation, and closing to secure new ARR.

• Achieve or surpass sales targets by establishing robust, long-term relationships with customers and serving as the main point of contact for all commercial opportunities in your area.

• Communicate the advantages of GitLab to mid-market prospects and clients, effectively linking our platform to their business objectives, productivity aims, and security requirements.

• Oversee your territory by documenting purchasing criteria and processes, outlining next actions and responsible parties, and ensuring opportunity information remains accurate and current. Develop clear quarterly forecasts aligned with your strategy through consistent pipeline and deal evaluations.

• Work closely with partners, Sales Development, Customer Success, Renewals, and Solutions Architects to stimulate new business, promote adoption, and aid in expansion while reducing churn and contraction.

• Represent GitLab at customer meetings and events by encouraging attendance and presenting engaging presentations, proposals, and reports that convey value and results. Contribute customer feedback to our public issue tracker and utilize MEDPICC and Command of the Message for all opportunities.

• Guide and mentor fellow Commercial Account Executives by sharing sales techniques, customer insights, and lessons learned to enhance team performance and support the achievement of team objectives.

• Regularly engage on-site with key customers to cultivate and fortify executive-level relationships, ensuring that GitLab is recognized as a strategic, long-term partner at the highest echelons of the organization.

⛳️ Requirements

• Proven ability to navigate complex B2B software sales cycles and build trusted relationships with commercial and mid-market clients, preferably in a Commercial Account Executive or equivalent role focused on mid-market customers.

• Quick learner with the capability to sell a sophisticated SaaS or DevSecOps platform to commercial and mid-market accounts, including the identification and acquisition of new clients.

• Strong operational efficiency in deal management using Salesforce and Clari (or similar CRM and forecasting systems), with the ability to generate dependable forecasts and manage your territory through insights and data.

• Expertise in handling and closing larger, more intricate deals within the Commercial segment utilizing effective multi-threading, negotiation, and executive engagement strategies.

• Self-motivated individual who can manage their own territory account planning, execute quarterly and annual KPIs, and drive new business acquisition and growth through consultative, multi-stakeholder sales approaches.

• Proven track record of mentoring and coaching peers, sharing knowledge and experiences across the team, and taking on additional responsibilities that enhance team performance and collective goal attainment.

• Strong communication and interpersonal abilities, capable of articulating value at all levels of the customer organization, leading engaging customer discussions, and maintaining composure and focus on solutions under pressure.

🏝️ Benefits

• Comprehensive benefits to support your health, financial well-being, and overall wellness

• Flexible Paid Time Off

• Team Member Resource Groups

• Equity Compensation & Employee Stock Purchase Plan

• Growth and Development Fund

• Parental Leave